Des talks about:
* Why people buy the things they buy
* The Hidden Persuaders and how to use them
* Hot to quickly pick the buying style of your customer
* How to assess your own style using a quick questionnaire
* How to see yourself as your customer sees you
* The seven principles and laws of selling
* How to sell like a doctor rather than a salesperson
* The art of using the right questions to sell and close
* How to adapt and sell to each style of customer
Author of the bestseller What Makes People Tick - How to Understand Yourself and Others, Des Hunt has been selling, and teaching others how to sell, for the over twenty-five years. He has held senior sales and marketing management positions as well as running his own business employing over fifty people.
He has studies in Marketing and Psychology, holds a Bachelor of Business Degree and a Diploma in Training and Development.
His clients included Clipsal, Coca Cola, Yellow Pages Australia, Yellow Pages Singapore, Olivetti Malaysia, Singapore Airlines, Shell Oil and Brunei Telecom.
This is a skinny book with heaps of information, which, when put into practice, will lift you sales figures overnight. But remember, good ideas don't work unless you do!
The incredible thing that the statistics show is that the odds of a second marriage working out are not much better. They also show that couples who try living together before they get married are no more successful at staying together than those who don’t ‘try before they buy’.
I Love You But How Do I Live With You? is the long awaited companion to Des Hunt’s best-selling book What Makes People Tick: Understanding Yourself and Others.
In this book you will:
• Discover the personality style of yourself and your partner, plus:
• A full description of yours and your partner’s personality style which reveals:
Ø How you each defend yourselves
Ø How you each handle conflict
Ø How to relate to each other more effectively
Ø How not to relate to each other
Ø How to live and love for life
Ø How you each see life
Ø What each of you want from life
Ø You loves and your hates
Ø How You each want to be related to
Ø How you each prefer to communicate
Ø Your different strengths and weaknesses
Donald Miller's StoryBrand process is a proven solution to the struggle business leaders face when talking about their businesses. This revolutionary method for connecting with customers provides listeners with the ultimate competitive advantage, revealing the secret for helping their customers understand the compelling benefits of using their products, ideas, or services. Building a StoryBrand does this by teaching listeners the seven universal story points all humans respond to, the real reason customers make purchases, how to simplify a brand message so people understand it, and how to create the most effective messaging for websites, brochures, and social media.
Whether you are the marketing director of a multibillion-dollar company, the owner of a small business, a politician running for office, or the lead singer of a rock band, Building a StoryBrand will forever transform the way you talk about who you are, what you do, and the unique value you bring to your customers.
• Your own personality style and the style of those you live and work with
• How to see yourself as others see you
• The strengths, shortcomings and hidden talents of the different styles
• What style is best suited to what job
• How to pick another’s style within 30 seconds of meeting them.
• How to relate better with others
• How to avoid personality clashes
• How to enrich your relationships
What Makes People Tick contains a unique, quick and easy-to-complete questionnaire to discover personality types as well as a Job Compatibility Indicator to pinpoint the most suitable personality type for each occupation. What Makes People Tick is ‘must know’ information for people who have to deal with, live with, sell to, and generally get on with other people.
The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades.
Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance.
Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale.
The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.